Ray White Victoria and Tasmania seizes opportunity

Ray White Victoria and Tasmania CEO Stephen Dullens (pictured below) said outside of the COVID-19 period, the network had broken its April sales volume record.

“We made over 1000 sales in April. Outside of COVID we have never sold more than 1000 properties in April, it’s the month of Easter and ANZAC Day, when many sellers hit pause,” he said.

“It’s been a long time since we sold more than we listed, underlying not only the strength in the market but the hard work and dedication of our people to get the best possible results for our customers. We sold $845 million worth of real estate. These are very strong results and there is a lot of opportunity sitting in front of us now. Our group in Victoria has never been in a stronger position than we are today.

“We welcomed 39,000 people to our open homes, there’s a lot of opportunities. It’s about getting the basics right – stock in, stock out.”

Top real estate coach Tom Panos (pictured above) opened the day, talking about the importance of mindset and energy in prospecting.

“Your mindset is the most important thing. Real estate is an energy sport, your prospecting is highly dependent on what energy you bring. Skill is a bit overrated but energy is underrated,” he said.

“Victory in real estate is pitching for the business, not just winning the business. With the absence of hard work it’s unlikely that you will be successful.

“You need to make rejection part of the way it works. Prospecting is interrupting people, so you will get rejected. You just need to make the calls and become teflon, don’t let it stick. Don’t be velcro, be teflon.

“Until you become an attraction agent you need to be a chase agent.”

Courtney Martin, operations manager for NurtureCloud (pictured above) spoke about the value of the group’s sales management platform and what it can do for an agent’s business.

“This is the tool everyone in the industry had always wanted. For such a long period of time, we’ve always wanted to contact future vendors at the right time and now we can. This tool tracks the behaviours of property owners in our database and surfaces those who are the most likely to list,” Ms Martin said.

“We want to connect you with customers, quicker and easier than ever before. We are going to have the best open for inspection application for you and for your customers.

“The size and scale of our group is able to help us better connect and service our customers.”

NurtureCloud has ambitions to become a complete operating system for the network. It uses propensity modelling, artificial intelligence and machine learning to help agents generate leads and improves the overall performance of all real estate businesses.

Ray White Victoria and Tasmania digital BDE Valentina Parra’s (pictured above) role is to support the implementation of Ray White technology and systems in Ray White businesses. She provided an update on the uptake of NutureCloud calling out the group’s top offices and agents utilising the technology.

Ms Parra told the crowd that the group’s top 10 salespeople were delegating calls to their sales associates and PAs, these people were doing the majority of the calls in NurtureCloud.